Prospecting Tips

Here are a few more ideas you can try to improve your in-person prospecting. As you implement these ideas, don’t forget to ask each new person you meet if you may contact them from time to time about real estate, so you can keep them in your contact database for later calls and mailers.

Think numbers. Try to give your business card to 20 new people each week.

Join a new business group. You can join the local chamber of commerce or other organization and attend the networking events.

Support local charities. Don’t just send a check. Volunteer your time, but also aim for leadership roles where people can really get to know you.

Prospect at the mall. Take a colleague with you and introduce yourself to passersby. Hand out items imprinted with your logo.

Prospect merchants. People you do business with are always happy to hear what you do and are often interested in investing. Ask, “How’s business?” Then bring the conversation around to your business.

Host events. A holiday open house or client appreciation events can put you in front of many new prospects. Send out plenty of invitations; you may be able to do a month’s worth of prospecting in one day!

Expand your circle of acquaintances. Join a bowling league, bicycling club, or a toastmasters group. Try attending a new church from time to time.

Partner with real estate service providers. Get to know some mortgage brokers, carpet cleaners, building inspectors, and painters. Offer to swap leads.

Coordinate a block party. This is a great way to get to know more of your neighbors and spend quality time with them.

"Do Not Call" Refresher

As of Jan. 1, 2005, telemarketers and sellers, including real estate practitioners, are required to search the do-not-call registry at least once every 31 days and drop from their call lists the phone numbers of registered consumers.

The law allows calls to "existing customers," defined as people with whom you’ve done business in the last 18 months.

You can call FSBOs on the list only if you have a buyer for their home, not to solicit their listing.

There is a safe harbor for inadvertently calling someone on the list if your company has written procedures on calling, provides training on do-not-call regulations, has accessed the national registry within the last three months, and maintains a company-specific list of numbers not to call.

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